# MARKETING IN 2018 | BRAND MINDS KEYNOTE | SINGAPORE 2017 | DAILYVEE 337

## Метаданные

- **Канал:** Gary Vaynerchuk
- **YouTube:** https://www.youtube.com/watch?v=WdTscOvoBnY
- **Дата:** 15.11.2017
- **Длительность:** 2:23:17
- **Просмотры:** 275,495
- **Источник:** https://ekstraktznaniy.ru/video/18626

## Описание

Marketing in 2017 and 2018 is going to be about finding underpriced attention, which is the way things have always been. People are focusing way too much on banner ads, T.V, print, etc. when in actuality, it's just not practical to be allocating your marketing budget there... I genuinely think there is an enormous amount of value in this keynote that I gave in Singapore for Brand Minds - I hope you guys are actually listening in and taking action.

Thank you for watching this video. I hope that you keep up with the daily videos I post on the channel, subscribe, and share your learnings with those that need to hear it. Your comments are my oxygen, so please take a second and say ‘Hey’ ;).
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Gary Vaynerc

## Транскрипт

### <Untitled Chapter 1> []

what up blog hope everyone's doing super well this is a keynote that I gave in Singapore that really struck there's a bunch of stuff in management and running operations a lot of my stuff is for early entrepreneurs I think for everybody who is running a business with several employees or seven figures in revenue are gonna get a lot of this one so I hope you enjoy it and I'm really excited to be here thank you so much so we have a lot of time together which is amazing and so I will take full advantage of that and to be very honest I want to get into the Q& A part and start throwing this out to the you guys to ask questions so I'm gonna try to get to that as quickly as possible because I think for me when I speak and what I think has allowed me to have a nice speaking career as I'm obsessed with bringing as much value to the audience as possible my origin story of Belarus and lemonade stands at baseball cards is something that you can see on YouTube over and over again and as I continue through my career of speaking I want to do less of that and to be very frank the reason I wrote a book called askgaryvee is it's my great ambition to build enough brand where I could come to an environment like this and just go right into QA because at the end of the day I think that's where the biggest value happens in a keynote and so what I'll do because I'm gonna assume some of you and many of you may not know who I am I'll try to at least deliver on the promise of giving a keynote but please rest assure that I'm ready to go into Q& A as soon as you guys are so look I think the thing that regardless if you're a b2b or b2c marketer regardless if you're starting on your first day or you've got a hundred million dollar company I think the thing that will really be important for us to chat about first is the thing that we're all connected by which is my obsession with attention right before you can tell me how great your product is or how katak you are or why you're so right about what you have to say to the world whether as a purse or as a business you have to get the person's attention to tell your story to me this is the most fascinating thing that's happening right now in our society is that attention has never been more changing has never been harder to grasp I think for a lot of us that have been in business for a long time it's very difficult to grab the current changing landscape of attention at the speed of which it changes I spend 8 10 12 15 hours a day trying to audit and understand the tension and even for me there's so many things still happening that I haven't been able to completely grab my hands on whether it's the depth of East sports arbitrage as a cultural phenomenon whether it's the blockchain whether it's all the opportunity within AI and m/l whether it's the emerging AR infrastructure in the Apple updates and Google infrastructure whether its voice which I speak a lot about right now on the Alexa Google and Apple fronts we are talking about a very different world than our grandparents and parents grew up on as business men and women and more importantly as marketers and executors and most importantly as actual practitioners of the craft I think the thing that fascinates me the most is how many people in here I mean to me when I think about how many of you flew to be here or here to see me speak we included myself we're so much further ahead in understanding these things because of our interest in it regardless of your success at this point in it if you're sitting in this conference your intuition or curiosity or execution around the modern day attention graph and the opportunities within it is so much further accelerated than the 99% and to me that's super interesting to me that we have such an incredible opportunity in front of us to trade on this opportunity and so my question becomes how much of what you believe in know about this moment is around you Reid or consuming content and how much of it is that you're actually executing within it if I can do anything to start this keynote off with if I can leave with anything if I can impact you in any shape or form to have one action item it would be for you to start doing more of the thing let me explain there's a lot of people in this room who understand the concept of Kol Zoar Facebook Ads but yet I don't think enough or actually executing within those environments you know if you know it's unbelievable how many of you have opinions on these ad products and platforms yet aren't spending and executing yourself I think the thing that I spend so much time on is I produce content and do social media because I want to stay a practitioner I think of it as being a Mason or a carpenter versus being an architect if you look at that industry a lot of architects grow up getting their hands dirty and over time they get separated too much from the work where they lose a pulse on the reality of the current infrastructure I'm fascinated by that is the thing that I try to stay grounded in if I can get everybody here to make one more ad to create one more piece of content to a/b test six different headlines on the same picture in a facebook Instagram WeChat environment these are very important variables that not enough of us are talking about and so at the most high level I would hope to inspire people to become practitioners instead of pontificate errs in the craft of the opportunity there's only one reason I stand up here at this keynote and have people want to hear what I have to say it's because no matter what has been happening to me I've not lost my pulse on the craft of what I do how many people here have been following me for longer than a year so one more time hands I just want to say great almost all of you most of you 60 70 percent of you I'm a simple dude I basically only believe in like 10 or 12 things and I pump out an obnoxious amount of content which means that over the course of a year you're gonna pretty much grasp what my pillars are I think the only thing that allows me the luxury of keeping your attention over the long haul is my ability to stay relevant to where the opportunities are the only reason after a year or two that it's worth your time to give to me versus something else it's because I've had a good career for twenty years of having enough intuition on what consumers are gonna do but way more importantly I don't talk about Alexis skills and briefings I make an Alexis skill in briefing so that I understand it and I would tell you there's a huge lesson in that I think a lot of people especially if they get in a level of success start getting too far away from the craft and you start building around the raising the capital the exiting of the company the writing of the book you know the speaking on the keynote like you just get away from the work and I would argue that it's never been more important to stay on top of the work because every day it's changing right to me I'm running late this morning to our first meetings and I quickly go on Instagram live because they just created a new update where it allows you to bring people into your livestream that are watching you and I did not feel comfortable being here today without trying and tasting it and understand the functionality in case one of you asked me a question about it and it's an important insight it's important insight and it is the absolute opportunity because when you think about the way I think about it I talk about day trading attention and when you I'm not a Wall Street guy I'm not a capitalist guy but I understand the difference between day trading and putting something into a mutual fund and watching it grow right there's a very different speed understanding and that's how I think about it you know my sign now says day trading attention a year ago it used to say marketing in the year that we live in why did I change it from marketing in the year that you live in to day trading attention it was because I realized oh my god everything we're about to talk about is happening even faster that even if you believe in something for that year within that year it's changing too much influencer marketing and Facebook and YouTube and Twitter and line and we check this stuff is changing too fast and we are not keeping up with the subtle features because if you really understand this you know you look at something like Instagram stories or Facebook watch or all these subtleties in those little sub arbitrage is polling in an Instagram phone in those little features in those little updates are oftentimes the marginal opportunity that is the biggest difference between growing your business and not and so it's exhausting and it's difficult but I have a one very important statement around this for everybody tough luck you know no matter how we want it listen I wish that we never evolved from email in 1996 I had ninety percent open rates on my email newsletter I was crushing it life was good I had figured out email then in the early 2000s I'd figured out Google AdWords I wish that never changed I had figured it out I won on that then YouTube came out I had one of the first long-form shows on YouTube in 2006 I figured it out I liked it I wish Twitter didn't come along but it did and then I spent 15 hours a day tweeting all of you and then I grew into one of the most followed people on Twitter and then Facebook evolved and like Instagram came up and snapchat came like this is a never ending game of attention distribution and arbitrage and so I think the biggest thing that you need to understand is the best product will always win if people know about it right and so I think the thing that I spend a lot of time on is I'm a marketer I like to market I understand marketing I'm a business builder I've built businesses I think there's an incredible interesting kind of graph between the quality of your product and how many people know about it so for example if you're a great marketer and you listen to everything that I say and you get a lot of attention and your business isn't working a lot of times it happens to do with your product sucking you know like we don't spend enough time talking about the product or service you're selling you know so please if you're sitting in the audience and you're looking for the magic pill or if you think that you're gonna be able to siphon some information that's gonna allow you to play in the edges of the arbitrage of opportunity please make sure you're looking at your product and service to make sure it delivers because if you follow my blueprint if you get results from my ideas that you then become an executor of if your product sucks all that I'm gonna do is expose your product faster and you're gonna go out of business faster so please start there but after that please understand the following this is a golden era of marketing for one simple reason the places where our attention and our consumers attention are now driven by marketplace bidding dynamics not by writing an upfront check to get the ads please understand this please understand that the biggest difference for us as communicators is we don't need millions of dollars to do television and print and outdoor and direct mail to hit masse we are trading on marketplaces Google Facebook snapchat these are biddable marketplaces the reason this is the best time is because those marketplaces are under priced right now because the biggest companies in the world are not spending enough money you have to understand when there's a come-to-jesus moment and the biggest brands in the world properly spend in everything that I talk about everything I talk about becomes null and void when you have to spend $48 CPMs to get in front of potentially a thousand people in a feed instead of $7 the mathematics don't work out as nice for why I'm so excited when influencers in Kol start charging the proper price for their product placement and endorsement it won't be as fun of an opportunity and so I continue to yell at the top of my lungs right now how many people here actually have been following me for eight years raise your hands there's not gonna be a lot but just curious go a little higher eight years first of all thank you for the eight of you second of all you eight have a unique understanding of me that many others won't and let me explain for you eight that I can see two of you right now that you understand I was very loud Gary Vee in 2009-2010 but then I got very quiet for my standards in two thousand eleven twelve thirteen and then I started getting louder again in fourteen fifteen sixteen seventeen right for everybody else there's a reason I am my most excited when I think there's an arbitrage at scale if I had been making content in 1996 I would have been talking and making videos and audio and written word about email until I put you into nausea then I would have gotten quiet in ninety nine because email had caught up and then somewhere around 2001 I would have probably spent 24 months yelling at you that this Google AdWords thing is incredible intent marketing is incredible if somebody searching to drink wine that's probably good to buy for five cents a click and I would have yelled and screamed for two to three years on Google Adwords and then somewhere around 2006 seven incorrect and the data every single person in this conference is going to regret not spending more money on Facebook and Instagram every single person in this company I'm talking by the way I know some of you have a b2b SAS business that you haven't been able to figure out how to do Facebook ads but I know tons of b2b SAS businesses that are selling top of the funnel and conversion based sales every day on Facebook at scale because they're trying harder than you to figure out the creative that is the variable of success please understand that the creative is the absolute variable of success that it may be the word or the picture or the video that hasn't let you be successful in Facebook not Facebook and so I sit here with as you guys can tell a different demeanor then sometimes when I speak because I think it's very serious I think this is an enormous opportunity and I very honestly I'm excited that I know three of you are gonna email me in four years and it's gonna be like Gary you were right I didn't spend enough on Facebook god damn it so now that we've established that I want to talk about the thing that excites me the most right now which is voice a lot of you have heard me yell and scream about voice how many people here have seen my enthusiasm for voice raise your hands great I'm awfully passionate about it and I'm passionate about it because of one of the more interesting chapters in my career which is when I passed on uber twice at a four million dollar valuation in the angel round from one of my best friends in the space the reason I passed was first because it was a side project for Garrett and Travis but second because I didn't see it but why did I invest a year later before it exploded it was because I understood that uber was selling time not transportation and more importantly the perception of time because if you've ever been in New York City like me there's nothing more humbling than waiting for your uber and watching five hundred cabs that are empty drive by you now audio how many people here in the last year have started spending more time listening to my podcast and watching less video because of it raise your hands raise it high I want everybody to look around this is the insight that matters to me the most right the reason they've done that is because what audio allow is that video doesn't is passive consumption you can listen to the podcast while doing something else in a shower while you're driving while you're working out it's time arbitrage audio will be a huge explosion for all of us in every one of our businesses because when you're communicating and hopefully you're bringing value and not running a radio commercial when you're communicating and bringing value to your audience and building awareness for yourself you're gonna be doing it in a way that respects their time the reason I hate modern day advertising is it because it steals time a pop-up banner on your phone steals your time you have to hit the X it's too small it pops up it opens up you're pissed off you try to exit and now you've wasted four seconds which oh by the way means a lot to you it would be stunning to you for you to realize how much slower your internet that you're used to in your office or home has to be for you to feel it it's staggeringly a little and so time only with health and money and religion are now on the pedestal of the things that we care about the most and every technology that I see that sells you back time in exchange for your attention will be the things that I bet on the most and that is why I am Oxley bullish on voice and when I say voice I mean I think everybody here should start a podcast I just do and in the QA I'll show you an example of any one of your businesses how it can be a podcast if you'd like to ask me and - I think everybody here should start thinking about what it looks like to develop a briefing or a skill inside of Amazon Facebook excuse me Amazon Google Apple whatever Facebook comes out with whatever the tech giants from China come out with it is going to be the way you do search in the next five years from today I promise you will be blown away by how much of your search behavior is done with your voice as a matter of fact one of the most interesting stats that I'm paying attention to is that one in every four searches on Google on a mobile device is done through voice and if you have young children that play in a YouTube environment on an iPad they smite my son we was at three could navigate the entire web through voice so look my point here is very simple we are ridiculously lucky because we get to navigate through this time for anybody over 30 and especially if you're over 40 you really recognize that because for over 40 crowd here we lived free internet in a lot of ways the scale is remarkable the impact is high the upside is enormous and to be very honest I think most of us are just taking it for granted I don't think we understand the impact of how much the opportunity is real and for me it becomes disproportionately compounded because you're actually at this conference you're actually part of a very small interesting group for me which is I know how big the opportunity is I know that 99% of people have no idea it's happening you do so you're part of 1% of the whole thing that understands it's happening now it's yours to lose I would argue that if you are not able to achieve what you want to achieve in life and you're at this conference during this time then you really miss executed then you really got into the things that I worry about when I put out content which is you worry way too much about stuff that does not matter that you're worried way too much about other people's opinions which is the biggest reason you don't take chances because you worry about how people judge your failures then you're doing a lot of other things that are leading to huge levels of miss shots and missed opportunities and so that's why I speak so much about being insular having the right intent because literally fundamentally if you synthesize everything I've just said non-action is the fundamental reason that most of you will fail at this point being in this room at this conference during this time and understanding quite a bit of what's actually happening non-action which if you take all the way to the seed of a human being is insecurity which is probably the biggest reason that I create content because I hope that you use me as your shield to do [ __ ] period so that's what I think is happening audios super interesting to me feat dynamics and a mobile device are the currency today it will continue to be for a little while enormous things are happening around us on blockchain and AR and things that nature they're all coming they're all circling around some things are much further away than people realize I am very anti consumer VR in the short term if you asked me this great phenomenon that I'm so obsessed with called the Internet the only thing that arbitrage trashes it out is VR if we live in a full VR world than now what right cool but nobody here knows a single human being that spends an hour in VR in a week not for non-business purposes consumer behaviors not they're my friends for the people that are the smartest when it comes to tech in here the biggest thing that stops you from being successful is you understand that the tech is ready but you haven't factored in consumer behavior the biggest reason that so many super smart technologists fail with their products is they anticipate text and they understand that it works there's so many things that work right now that are four seven nine years away because we're not ready to use it that way online dating worked in 1996 but it took another decade before there was a stigma removed from it that allowed it to start having some legs and ten years after that now it's mainstream right that is basically what I do for a living day trading attention understanding behavior around it what are people going to do today that's meaningful to the goals that we have a couple things that I want to throw out before we go into QA one thing that has come up quite a bit today since I've been doing interviews and interacting with people on social here in Singapore is because I have a personal brand which oh by the way is such an interesting word because it gets people very emotional in both directions I just want to remind people that hate people with personal brands it's just a slang term for your reputation so people that have a reputation or a personal brand there's a lot of people asking me if that's a requirement to build a successful business and I find that laughable because I want to remind everybody that 99% of businesses don't have a personal brand in front of them you know I think that it's a great have I think if you are charismatic or narcissistic or enjoy the attention it's a nice to have I super love it I love taking selfies with you as much as you love taking it with me it brings awareness it's branding but it is far from the reason why one would be successful and it's definitely not a requirement to be successful in today's business environment the acquire the requirement to be successful is very simple is your product good enough and do people know about it and you have the structure to get people to know about it better than the people you compete with for the same share of attention and money for that product it's very very basic the biggest issue is slash opportunity is the speed in which it turns and changes and so a couple of the things I want to talk about let's make a contextual to this audience I want to remind most of you that you have a disproportionate advantage from most entrepreneurs in the US which is oftentimes not always because of cultural differences but oftentimes you get to see a preview of what's happening before it happened when I think about my friends that have built successful businesses in Southeast Asia by simply paying attention of what's happening in America and then replicating some version of it in the market it is literally the dream come true you know American entrepreneurs got mad at those brothers in Germany right who would rip off the ideas and build a business I always was so upset about that I mean I think Facebook has proven that there's no ripping off if it's a feature and I think I would also argue that ripping off by looking at a different business in a different market and then interpreting it into your market is far from ripping off I think it's called smart so I would highly recommend it's pride which I think holds back a lot of people but please take advantage for the disadvantages one could think they have there's only 5 million here if you want to do it in Din Denisha if there's a lot of people but there's so many microclimates so that's you know so many different segmentations mainly in China whatever you would deem a disadvantage please understand you have the greatest advantage which is 90% of things are human not cultural if you're capable of understanding the culture of your consumer and layer the cultural context on top of the human thing that is happening in America you are halfway home an unbelievable advantage to be an entrepreneur in this region and watch things play out by the way for free no report needed no hiring Boston Consulting or bein a McKinsey by reading and watching videos and downloading apps something that I don't believe most people in this conference are taking full advantage of or respecting enough of how big of an advantage that is and to me very honestly I'm quite selfish when I speak I dream in three years from now you email me nothing would make me happier than getting an email from somebody here who said they had a 50 million dollar exit because you know they just looked at what was working in America and they built the replica ish of it here please do that please understand how big of a deal that is and I would argue it is your singular biggest advantage in this market to be able to be shown what will work and then allow you to interpret it oftentimes with very little change in the model cool cool what else is interesting to me um you know what's super interesting to me LinkedIn let me talk about LinkedIn for a second how many people here are on LinkedIn good this will work LinkedIn's interesting to me I think LinkedIn is up to something that I think will be beneficial for a lot of us first of all how many people are in b2b marketing raise your hands so look raise them higher because I see a lot of half-ass hands higher great two hands nice b2b I've said this before I'll say it again because I'm not sure how many have heard it here's how I think about b2b marketing in every one of our b2b spaces there's usually a magazine or two that is the leading b2b magazine in our sector right there just a b2b magazine that our customers read I think that's the thing that you should attack I think you as a company and a service should look at the b2b magazine and deem that your competitor more than people you compete with to sell contracts to clients let me explain it is my belief that everybody in here is no longer an advertiser but a media company so I know a lot of you have heard me say don't listen to what I'm saying watch what I'm doing I don't advertise I act like a media company and then from that I have top of the funnel brand awareness that leads to my business I don't buy ads on a Dage I don't sponsor things that can I produce content with my points of view act like a media company and they funnel into an environment where I've built 125 million dollars in revenue and AD world without winning a single RFP right so I don't know what all of you do in your b2b business but I would look at why people read the b2b magazine and I would argue that you need to start becoming a media company for the sector and then trading off of the top of the funnel awareness let me explain again in 2006 this happened to me intuitively I started a wine show on YouTube less than a year after YouTube was launched I thought that I was gonna make infomercials I thought my main plan when there was a camera like that in my office for episode 1 was I was gonna sit there and sell you wine something very interesting happened if you want to go on youtube and watch episode 1 of Wine Library TV somewhere in the first three minutes you can even see my face take a little weird turn you could see me thinking because I realized that this would never go away that this video would live forever and I realized that if I was shilling wine that I didn't believe in that I could be exposed so somewhere within the first three minutes of me ever producing a piece of content for the internet in my life I switched from being a Salesman to being a media company I would argue that most of the behavior in the way that you produce content has short-term sales DNA versus long-term media DNA and this is the vulnerability of why you're not getting the returns that you're looking for from this environment so I would please implore a lot of you to realize that I believe one of the first hires of your business in the future is your editor-in-chief of your business an actual media editor for a SAS product or a consultancy firm or whatever you do and so this media mindset is super fascinating let me explain it in an even more historical nature do you guys know that the michelin tire company in the early 1900s decided to start writing reviews of hotels and restaurants in the countryside's of europe because people weren't driving enough and using up the tires and stopping in their gas stations so they started reviewing restaurants and inns positively if they were further away from London in Paris to get the wealthy to drive out there and stop by their stations and use up their tires and that is why we to this day have restaurants rated three stars Michelin because the Michelin tire company a hundred years ago executed on my thesis in the same vain Guinness beer company after declining in pubs for the first time around the same time realized that a lot of people were talking about trivia at the bar and literally created the Guinness Book of World Records to get you to talk about crazy records and trivia in a pub and used the word Guinness so that you would subconsciously reorder a Guinness in the pub this is super interesting to me I'm a very big believer that the future has all of its seeds in the past and so I implore all of you to become much better historians around how to use media as a top of the funnel gateway to sales around your business once you understand that you will find far more success in LinkedIn if you write a white paper that helps lawyers run their business and then it's a gateway drug to what you sell them then if you were to try to just sell them an ad saying free consultation if you use my firm media DNA versus advertising DNA media again you want distribution and retail stores write a white paper on LinkedIn 15 things that retailers need to do in 2018 brought to you by your brand I promise you will be stunned by how much inbound opportunity you have in that environment media not advertising so those are some of the top of the funnel things that are really on my mind I continue to execute I continue to do I'm very fascinated by how much time people spend dwelling and debating I think we glorify strategy and we underestimate execution I feel like if you look historically and rewind the biggest successes the strategy came from the execution and you did some Monday Morning Quarterback I'm a real genius in hindsight because I can manipulate how I got there after the fact I'm gonna talk about so many things in different ways than the intent that was at first because you don't even realize that your strategy came from it because when you're doing the strategies happening in real time you almost forget why you were doing it in the first place and so I promise you indecisiveness and debate and pontificating and ultimately ego is stopping so many people from being successful and while I'm on that how many people have more than 10 employees raise your hand great I think it's worth bringing up hiring I'm super passionate about hiring how many people have more than 10 employees raise your hands I think one of the biggest flaws in most of your companies is your own ego wrapped up in being somebody that's good at hiring I want to tell this story because I think it's one of the most fascinating things happening in small businesses I'm stunned by how many small businesses CEOs founders or owners think they're good at hiring and have made this a thing they've made it a thing because they wrap their pride in hiring and here's what happens I feel like my EQ and people's skills are off the charts I am baffled by how many horrible hires I've made in the last 20 years a lot so when I think about my intuition and ability and process and deploy that against the masses I know a lot of you have made huge amounts of mistakes hiring I so don't give a crap what you think about me then I'm very comfortable and excited about admitting that I was wrong and firing very Clee most people sit on people for a year or two because they don't want to be exposed at making a wrong decision and in that time enormous amounts of bad stuff happens to your business so in a completely random thing from what I've been talking about if I can get one person here to fire the person they should be firing in their business right now after today I will feel very accomplished on my entire trip to Singapore who's got a question great you see that was good accuracy what's your name Melvin yeah and first up I would want to say Gary thank you so much because of what you did you changed my life if you remember uh slightly earlier this year you started a contest 20:17 flip challenge know that GV g v-- podcast contest yes so at the point I'm almost in the US and I knew that by the time that thing's gonna happen I will be in New Jersey New York so I was hustling really hard to get you to pay attention to me obviously it didn't happen yes yeah alright but the good part was that what I did was I did exactly what you told me to do or what you have been saying so I had the hash tag I started tweeting everyone who who submitted that entry and I said congratulations I asked them this is my favorite Gary we caught what's yours and then I started getting reply and so that was when I got the reply and restarted my vlogging journey again so this is the third time I started my vlogging journey so this time when boom it happened people started paying attention I think your you know him Chris Brogan pay attention to me he tweeted out my video you know he even jam on a call with me to do an interview so that was great that's awesome yeah so so phrase up I like to thank you for ignoring me because if you haven't ignored me you know I wouldn't have thought of that I love it yeah so that's one now number two is that I think there are three things that we have in common number one we are the same favorite number found number two we have this we're born in the same month nice to me yeah all right so so the other thing is I want to say is that when I started my vlogging again this done this time around her time I started getting attention yeah and I started getting discovered and now cop is stuck calling me people stop calling me and say that can you do videos for me so now I'm here today and I'm devastated why because you're talking about audio all right yes so my question is right now I'm beginning to crush it if you notice actually I said to you earlier on Twitter that I'm not coming in because I'm executed on what you say and I'm crushing it - no time but I'm here today because I want to see you I want to say thank you to you thank you and so my question to you it's basically this for someone who is really getting traction in terms of video people started paying attention both would yeah I know but would I be so what would the strategy be both what would I do with podcasts I don't know okay but let's talk about it first the answer is both okay oh yeah now let me rephrase it depends on your ambition okay first of all I love going deep on what works just because audios rising doesn't mean videos dead yeah you know it's so funny we've been the same for a very long time we as humans consume content in written form in audio and NVIDIA yep whether it's TV newspaper or radio or blogs podcasts and YouTube it's the same game so nothing's gonna die if you have real ambition to build a personal brand that you want to arbitrage opportunities on my answer is both because in 16 hours you can get a lot done you know people always say to me do you sleep and this and that Gary's always pushing no sleep Isle I mean if you follow me carefully I talk about six seven eight hour sleep I'm not worried about you sleeping I'm worried about what you're doing when you're awake sixteen hours is a lot of time to do damage and so you know what

### What Would You Do on Your Podcast [44:53]

would you do on your podcast I you know look what I did at first I believed an audio about a year and a half ago I wanted to get in I was busy I didn't have the infrastructure I have now so what did I do I transcribed the askgaryvee video show into audio yeah right then I watched it wasn't enough value add and it was made for video so it wasn't contextual to audio so my podcast was not doing as well as it could then on vacation where I ended a little time to think I decided to rebrand it to the Gary Vee audio experience which gave me a lot more flexibility to give you guys original content that you didn't hear anywhere else keynotes different things and it took off you know you have to look at yourself of what you're capable of doing especially when you're one-man band and I don't know if you have anybody helping you yet so as a one-man band what I would do is if you're vlogging every day I would take ten minutes of something that you're doing or talking about not show it in video form rip the audio make that your podcast got it thank you you're welcome back here can you pass it on to the next question your aim is not we're the same yeah hi Gary how are you my name is Kenneth how are you oh I'm very good how about you super good to see you here I would like to say a big thank you to you although I did not follow you for years but in the past six months a lot of things have changed I'm writing a book I use comedy that's released and in fact email you I guess I have not has so enough to email you a lot of times but because of that of you ignoring again I realized that I need to do something and I took the action of document versus create because for me I'm a marketer marketing consultant I always think of crazy ideas but I never go into document yet so what I did is because of my book matter that's released I interviewed 15 monthly notes that I put into my book that I personally know and because moms love to share they start referring mum Adam and pronounce but I could not put them into the book and that's where I created my facebook life with me every Monday and I documented documenting and I interviewed them and it's growing and growing so my question to you is how should I bring it scale it up from there and I am personally I own a creative marketing company so how do I put it together so you want to figure out how to use the leverage of the ship the weekly show to build on top of yep what would you like to happen it to be a gateway drug to your creative shop do you want to build a SAS product for mompreneurs or do you want to become a personal brand and live as being the human that makes enough dollars I think you have a lot of flexibility of what you can do yeah but this is where you have to start backwards so for me the reason I think I'm winning is for me backwards I'm more interested in my legacy than making money which is why all of you like me because I'm trying to win you over by giving you value not get a short-term sale which is why it's building legacy so all my behaviors work backwards I just gave you in one second three viable options on the back of this do you have an answer you have a clear answer to that or is that something you need to debate I because there's a lot of options that I could do which I'm working on but is not coming back to me as fast because how long have you been alive show episode 15 so I'm going for my 16 on doing on a weekly basis huh one five years yes I just added yeah so because of death yeah so I'm going on and on I'm not stopping and it's growing and it's not just locally it's also into u. s. and the law of attraction people start referring it's called Facebook yes yep so I'm continuing that and getting a lot of traction getting partners are coming and also to sponsor for my book so that's why I'm working towards and I also like what you have mentioned is to put it as a media so I'm also abstracting partners our companies to come in - maybe like mompreneurs they have their own business can I give you a good piece advice that's good for everybody yeah the sooner you monetize the quicker you give up the leverage the

### How To Monetize [49:38]

question is how to monetize yeah I understand so and the answer is I really wish you didn't give a [ __ ] about monetizing just yet so you know there's a lot of ways to monetize you just rattled off several and I rattled off several hmm so I don't think you haven't are you having a are you having trouble closing the opportunities I guess this draaga is because I want to bring up value I want to push this mom for a new movement all around and to drive this rather than focusing on monetizing but monetizing is still our bread and butter that's why but they're very different things right like one of the things that really works for me is I don't want to monetize any of you I have an agency that works with the top 100 brands right so couldn't you monetize with what you're doing and continue to build equity with the mom preneur community I could do that just that I have to speed up and also though I speed up dude you've done 15 episodes you're four seconds in what do you try where are you going what's the rush get it I mean that's the punchline Yeah right yeah do you think it's gonna go away do you think you found some sort of rare you know pot at the end of the rainbow that's gonna disappear I'm asking a few days unique coming from a man coming from with that interviewing mom who knows so what he's scared about a bunch of dudes here trying to talk to the mom preneur 'he's no yeah so i guess it's to find out you know to find out what because I have my own creative marketing company it's like what you've been doing the in Armenia you're doing your business at the same time I feel that being author writing my book interviewing mompreneurs it's kind of like my Superman time I get to do all this thing which I love to do it by the same time I have to be Clark Kent I have to do all the work and get my abuse pain and all that which is my problem is you can't monetize Superman to be Superman yep you followed yes that's the problem you're trying to sell a logo on Superman suit and it's gonna look really stupid you following or no yeah I get it the answer is you don't monetize it mmm got it thanks because two things will happen one you're still gonna monetize this Clark Kent mmm I spent you know how I don't you watch TV at all yeah you know how I always talk about like you're not seeing any of it yeah cuz you're not 13 hours a day that you see nothing of me and meetings with clients sometimes I'll do a fast music and B just to show you just to remind you I'm actually doing but I don't think it's super fun content and I think it's a waste of your time to watch me and b-roll be in 11 hours of meetings you know I'm very good at being Clark Kent and I have no interest in monetizing Superman you're trying to monetize Superman which is going to be the undoing of both hey hi Gary my name is Raju how are you very pleased to be here and also I need to start by saying big thank you because I've been following you for about one year maybe thank you but really needed some of those principles maybe I read too many [ __ ] stories of get rich overnight and kind of I was having that illusion in my brain that it's supposed to be fast and I think the top thing that I took from you is that look it takes time yeah it's really interesting right because my personality and I'm sure some of you felt this the first time you saw me my personality seems so [ __ ] yes and it's ended up being my biggest strength because I have that kind of pizzazz that all the [ __ ] people that say it's gonna happen fast have I'm able to get your attention and then I trick you into going slow yeah and then you actually get what you want yeah it works so thank you very much for that my question is and now I'll work through it was I'm not sure I have it clearly in my head so basically I've been doing head hunting and human resources executive search for about four years I like it very specific to a field which is supply chain and logistics I like that too I started a podcast about two three months ago which is going really well that makes sense cause leaders in supply chain so I'm trying to do let me tell you why I think that notice how I said that makes sense super narrow you know what's so funny it's how I think about Singapore I think having five million citizens is the advantage not the disadvantage everybody's so quick to build here and then go and do Indonesia and other parts that you forget that if you win the entire five million market you have a real business I love podcasts in very narrow supply chain are you kidding nobody everybody thinks they have to make like consumer the meanwhile is if you get the right 800 people listening to your 800 podcast you're headhunting businesses gonna explode yeah it's starting well I guess it's just the so I think it will need a little bit more time but it's happening because I'm engaging with really c-level people that because it's also creating that platform that this industry doesn't have correctly it also is media so your ability to email somebody who's the decision-maker at a company to be a guest who nobody would ask of anything and now they become aware of what you do on the side yeah give Superman away for free watch Clark Kent make money yeah so I guess all of this is happening I think it needs still a bit of time a lot more time of course where I guess where I'm kind of struggling over I guess where my question is so on one side we are selling headhunting so basically you recruit the best for your business which is HR then on the other side I'm specialists in an industry which is logistics supply chain so then I'm kind of because sometimes also people especially if it's very senior level so I've engaged with some board levels but I went on the side of the podcast to them and then they don't necessarily remember if they remember okay that's the podcast guide they don't remember you as the headhunting guy yeah so I during the podcast I do the bit on the industry HR how do you recruit your people and I try to make that connection so I guess where I'm struggling with and I don't know what's the best way moving forward I think it was gonna work if I keep it to supply chain and logistics I'm also considering should I keep it to Asia so expand it and say saying doing business in Asia right and make it a little bit broader I mean you mean the shell yeah and also the business but I can also I can then flip the headhunting business to expand as well do you feel like your business is ready to do that I don't know yeah I feel like it isn't there probably longer right this is you see what's happening right it's the same reason you like to get quick fast it's his question guys it's the same [ __ ] it's everybody like it's the same game over and over I get it and even when you have some level of success it's hard I get it I live it I have way more opportunity than you could ever wrap your head around but I stay disciplined on what I can do why didn't we've been registered to do business in Singapore for three years why is vaynermedia not here we weren't ready was my brand ready yes would we get business yes would it deliver at the level that I thought I needed to create 20 year success no you're on to something and this is what happens to a lot of businesses I look at it every day you're on to something and now you're tasting blood in the water and you're getting greedy because you see it and especially if you're hearing it for something like this you're like wait a minute this is gonna you know like you're compounding your confidence which is making you go wide when you should be going deeper thank you welcome hello hi Gary my room is a Mashhad and like what you said 80% of your content today is more or less in youtube i said 20% i kind of absorb i should connect to this box for my mom but firstly i want to tell you I'm actually going to quit my job to do something like d-roc for a word-of-mouth marketing company but before I pass this on to my mom is that you're due case with shoes that's my question these are my new cases shoes all right awesome also awesome thanks hi Gary I'm camellia Hickman my son got me on to you I didn't even know you are you around thanks a lot well I am good news 99% of people don't so go ahead it's okay they're the word is getting around they will right I'm a warm ologist and a lot of people ask me what I do I'm actually a specialist in would amount of marketing Bournemouth would amount offline yes because I'm not an online person I've never been and but he's gonna get me on it because of you okay so thank you for that thank you but what you call it has always been a stigma that for many entrepreneurs that word of mouth marketing is a very weak activity and yet a lot of what I call it material says that it is the most powerful form of marketing and I took it on for the last four years I did research I started a business group for it and I found out why it was most the most powerful but my question to you would be where do you see it in the next three to five years how does how would it grow how would it evolve with a mouth marketing in the market especially for entrepreneurs so word-of-mouth marketing is what social media is right all that social media is the plumbing and infrastructure that has created word-of-mouth marketing to hit the scale that it's always had in the invisible nature of the conversations that we have with each other in real life so like even in my first book that put me on to the world crush it that I wrote in 2008 most of it refers to word of mouth and in the book I wrote in 2011 Thank You economy is basically just about word-of-mouth marketing it's about being extraordinary to force word-of-mouth marketing I'm I believe nothing sells product and services more than another human being to another human being right where it lives I think will continue to go into this device social media not us talking and I think that's great I think too many people want us to talk to each other so I find platforms fascinating I find it fascinating that we put a pen and paper somebody writing a letter today as this incredibly great gesture okay even though we do it on here all the time we're putting pen and paper on a pedestal not the words that were exchanging with each other and so I think word-of-mouth marketing is basically the old-school term for social media I'm a buyer to the end of time until the robots kill us I'm a fan nice pass how are you um how are you okay I have this question okay first of all um I've been following you for a few years now I think back from 2014 and you completely changed my life and how I operated my business it was really tiny back then but we managed to have like really healthy growth it year after year thanks to you thank you thanks to you and the question is we're at a point where we're in that crossroad where we have to decide where we want to either grow organically yes or we have the we also have the opportunity to grow rapidly as well because we have interests and if you grow rapidly you have to take investment yeah because we have interested by this wanting to offer that to us as well and do you own the business yes 100% so that's the thing I'm I just wanted to hear you're taking that like if you have opportunity to grow do you own the business 100% yes do you want to have a boss it depends on the end goal because I do have a certain angle that I want to get to so I'm just I just wanted to hear your take in terms of do you how do you feel about growing consistently organically on your own but it'll take really long time and somebody else might come in and take away the opportunity and do you believe that you'll never know like I feel like I have a certain value to offer and there's nothing like it at this point so I feel like I have that certain value and I have that following I have the trust and the loyal of our customers as well if you can raise capital to speed up your process yeah and to create bigger distance between somebody copying you that's meaningful and you don't give up control okay it's a worthwhile debate okay eighty percent of a hundred million is better than a hundred percent of forty million from a dollar standpoint okay just don't think that just because you sold off twenty percent of your company doesn't mean that you're not going to be held accountable let me give you an example when AJ and I sold a piece of vaynermedia to Steven Ross one of the things that I made required is that I never had to have a meeting to tell them how the business was doing all right he liked that it's a good one right now he was worth eight billion dollars so he could give a crap pass you need to make sure whether you sell one person you could sell one of your company and that investor might take up a disproportionate amount of your time okay the biggest issue is time when you sell a piece of your company yeah do you really want to prep for an entire week every 90 days for an investor meeting so you can justify your behavior yeah but the thing is um I'm quite keen on taking that offer because it's much more of a strategic partnership that will bring of value to me so let's talk about that for a minute yeah is it a human or is it a company both because the company is the human that you're excited about being a strategic value prop to you an employee of the company or owns the company wins the company okay so you feel you'll get value from this individual yeah both side because they wanted to invest have us under their portfolio as well sure why that could bring a certain value to them as well so that's why they wanted of course yeah how I mean you know as you can see as we're digging yeah there's no right answer to this all right I think the question becomes how comfortable you feel with them yet I think you need to make sure you over-talk expectations all right young entrepreneurs often make the mistake of only seeing the good side of an investment yeah and there's you know nobody's giving you lots of money because they think you're awesome yeah and so you just need to be thoughtful the amount of people that I've seen raise capital when they didn't need to and it destroyed their business is more than I'd like to say yeah at the same token there's a ton of people who would have failed and gone out of business without a strategic investment and then it turned into a huge success here's what I would say everything that's in your stomach that you want to ask and talk about do it before you sign that contract that's the mistake you sit on two or three things that you just think will work themselves out bring them to the forefront okay makes sense yeah I'm sure there's one to two things that are in your head like you were saying there's no right or wrong it's just I have a certain angle that I wanted to get to and Buddhist angle me the our amount no no it's in terms of the impact of the company that I wanted to because the kind of invite I wanted to get that if I wanted to have that certain impact the level that I wanted to have it I need a partner and that's what I can ask you a question yeah the impact that you want the company to have could you get to that impact 11 years from now yeah so then you have to ask yourself are you trying to get to the impact sooner and you're putting that as a romantic point of view in your head and are you giving up too much to get there sooner because it's just one bigger version of patience this is why I'm pounding patients down people's throats and more importantly is this impact real or is it manifested in your head as a romantic thing you know you got to think about those things yeah no it's real because the thing with our company you were super engaged because customers and our followers they don't see us as a branch they friend okay so that's how we built like be careful because at scale that tends to go when I get that yeah that's the thing we have to have a certain balance somewhat yeah that was probably the thing that scared me the most because if that's how your consumers feel yeah it's almost impossible for somebody investing in you to being comfortable with you doing the behavior that makes that a hundred percent pure they are thinking about the scale of that which then dilutes the energy of that yeah it's not my voice is the company's voice so they don't see the brand as a person it's just yeah they see the like the people that runs this company has a system value that they resonate to linnaeus one last question and we'll move on does the

### Does the Investor Have any Say after a Transaction [1:09:24]

investor have any say after a transaction no not really good do it alright but just make sure you define the not really part yeah because no because they do have a certain they based on the conversations that we have they do wanted to offer advice try to bring up a certain value for us but at the everyday ultimately is still my decision because that's what they did should yeah did we lose it oh yeah hi Gary how are you I'm good how I sell okay I'm Shawn I'm a digital marketer from Malaysia first off I took your advice and I started blogging not too long ago and I am already seeing work doors that I could never imagine I was I need to open for me and I only have you to thank you for that I have a two-part question yes first my father owns a traditional billboard business with about 1,000 sites mostly along the highway and persuading him to invest into digitally I don't work for his business yet by assume I will in the future given your expertise if we became partners today in this business how would you focus your resources and what would you what your forceps be what kind of business is it tried to show billboard business what billboard yeah so your dad owns billboards yes 1000 sites along the highway which is rad is it art a digital no it's so I would probably make the capital invest if I took over my dad's business or became his partner I'd probably take the capital risk up front to take them digital because I think that's gonna be required to get the value out of that outdoor right I would also look to diversify because I'd be too fearful you're young dude I'm too fearful about self-driving cars and all the things that happen over the next 20 30 years that would disproportionately decrease the value the asset that you have right so my intuition is that I would diversify I would either sell off half the board's and then put it into building a media company or I would reinvest all the profits each year into building some sort of digital complement to a traditional product like that okay got it the second part of the question is as an accent extension to my blogging I plan to start a series of interview videos or podcast sessions with people within the same view to talk to talk about the work they do and I was wondering this is a trying my luck here would you be my first guest to officiate this so I won't but I'll share heads but if you do 15 episodes I'll be your 16th ok I already have 22 what's that I started my blog like 22 episodes but I'll start 15 interviews after that and you'll be much you've done 22 vlog episodes logs but if I was listening carefully you asked me to be a guest on your new podcast all right okay so that I'll wait until on the 16th got it thank you very much you're welcome hello yeah hi Gary my name is Terence and I'm 20 this year so just one question for you I've been listening to you for about a year now and I'm just trying to figure out as a 20 year without any experience in my parents business I've wanted to build a video blog and audio podcast but I have the experience to actually do it so which answer should I focus on building up the experience in the business or should I go down to help market it well listening if you started a podcast at a video blog about being experienced in the craft that would be bad faking it but if your podcast was about the experience of learning the craft you'd probably have a lot of 20 year olds following you okay so I don't think it's about getting the experience when I talk about I built a business for 15 years before I came out right I say that because that's what happened but I have a funny feeling if the internet was around when I was a kid like this I might have started documenting my journey right away I just wouldn't be walking around like I was a business building guy I would be talking about being a young ambitious guy who used to sell baseball cards and now I'm about to do it for wine and I would take people along with my journey that's my biggest problem with people that don't have experience they're lying that they're business experts or my favorite you're a 20 year old life coach because you know you've lived life so to me I think you can start the podcast and the video blog I mean I wish I did that because I there was I probably cried 50 times in the first 10 years that I worked with my dad because they were very painful fights and that would have been incredible content that I wish you guys could watch if you're in a family business because it turned out ok and it would have been really cool to see how that happened and why and how I was able to give more than I took and how I loved my dad more than the money and how I thought about what I could do in my 30s and 40s and it's ok to lose in my 20s but I wouldn't have walked around and said I was a marketing genius because I thought I was gonna be yeah so start documenting my journey to becoming a business man hell yeah got it if you think that's interesting maybe you maybe you're not comfortable enough in your own skin to talk about all the failures which is the most interesting part of documenting being a 20 year old business man but if you are there's some people that are gonna listen the truth always wins my friend that's all you need to know can I get a Hut a hug yeah sure awesome are we gonna take a picture of the hug he's a liar he said he was gonna do a hug and now he's doing a blob all right after this question let's send it over there because they're about to start a coup go ahead I thank you Gary and I flew in from Malaysia to see you thank you okay so okay I'm a little bit of confused right now you know business because we're in the hosting business hosting yes hosting website not only website right but CBS team understood yes so when we are saying because Google Amazon IBM all the big giant idea yes and when you are saying marketing budget we can't compete and no way come for the content the blog's the video they're everywhere so do you have any advice for who's using you now okay what we do how many customers do you have okay about 500 ok great so we have a great situation here yeah the first thing if I was your new partner okay and I was brought in to do the marketing as the partner the first thing I would do is figure out why those 500 people are using us and then that would be the content that I would distribute okay don't ever mistake money as a competitive advantage because plenty of big companies throw money directly in the trash mm-hm so there's a reason 500 people are using you now it may be that you're very good at dr and intent based marketing and you're winning on Google AdWords I don't know then that after I figure out why you have 500 customers then I would ask you next question which is how long have you

### How Long Have You Been in Business [1:18:23]

been in business about five years great and how many customers do you have that have been with you for three years or more I do not have the exact numbers but I guess is somewhere about 50 great then I would survey them and listen they may stay with you because it's passive once you're on a server you don't want to mess it but I would look for the insight is it the homegrown you know high-touch small I don't know but once I understood why people were coming to us and staying with us I would make all my communication around that I'm never worried about who's got more money when I had a liquor store doing 3 million dollars a year 10% gross profit 300,000 before expenses my marketing budget in year one was $14,000 for the year and wine. com the first version raised a hundred thirty million dollars the amount of days that I spent worrying about them was this [ __ ] Google okay so your suggestion is went well I'm going to look into the insights and the next step is to content marketing is it content always so are you doing conversion base like is that how you're getting your customers okay we are just rank all connect ly yes go and recently we started blogging yes yeah so that's what we are only doing as a little bit of Google Earth and Facebook marketing but they don't really works well yes have you done Facebook ads against employees of companies that you want to get on sorry I don't get it when you run a Facebook ad you have to target it yes it's not putting a piece of content and hitting boost that's 17 years ago it's making a piece of content and targeting who you want to reach or do you do the marketing um yes III I'm getting it yeah so when you've done Facebook you said it doesn't work for you when you post it are you running ads against the content no we do it directly to the landing page I understand but when you post it in facebook are you just posting it organically to the 30 fans you have well we run the eights exactly good who are you targeting okay we figure out who our customers so okay one of the Mitch our customer is the Forex trader is the what Forex trader okay because they've run robots yeah okay then sound server so yeah we target exactly like they want what that add other interests are yep the Forex signal the metatrader4 does kind of thing but how do you have you done influencer marketing on Instagram since so many of those Forex people want to build personal brands that's the next step I'm going to do after listening what you should definitely pay for all these characters that think they're building a personal brand in Forex mm-hmm and I would do sponsorships with them as human beings it's gonna work okay good alright thank you got it pass it over there okay this guy stole it he broke the rule I've actually tried to contact the raw and the whole team Gary and of course I know that you're coming but I volunteered to actually be the person who bow and to a guy to tow you around Singapore but I didn't get a reply similarly to the audience before the rocks really bad guy ribbon actually replied me but he said no but it's okay mice to enter the car and I'm here with the rent-a-car today so I have a few questions so I'm actually a content creator my name is yen so I've met many businesses especially in the FMB industry that still don't understand the importance of social media I know it's a simple no-brainer to many people here but can I ask you know what will you tell them in a one minute kind of pitch to tell them and fall things off let me give you a good piece of advice thank you never sell the unsellable what it I would tell them that it works better than anything in the world and then if that took more than a couple minutes I would go knock on the next door right the biggest problem is guys and gals like you and I we get caught up in trying to convince somebody right I've never spent a minute trying to convince somebody of anything we're in a place where a lot of people still don't know that this works or they ran one Facebook ad and it didn't work and now they decided Facebook doesn't work my answer is I don't try to convince people I tell them it works I tell them millions of businesses have made it work for them and then I hope that they're interested in if you are you trying to get people as clients yeah good there's unlimited clients what it so what too many people do is they dwell and they try to convince nine clients and that would have taken up the time for them to ask for five hundred other people if they were interested and they would have landed for clients while they're waiting to get nine of them to still debate with them on their fourth meeting trying to convince them right got it but it and can I have one more request I actually bought what I'm gonna jab jab right can I get us a new trip from you're not right now you can if you pass it over to that section anybody in that section sister grandma come for it correct awesome hello go ahead he'll start working good yeah I have a professional service firm okay I'm doing a b2b market research I started in 2013 in Thailand and then I expanding to Indonesia in 2015 go ahead and now it's time for me to expand my business again but because I'm in the professional services when I have to expand my business I also have to add head cows and I actually prioritize my two options for me right now the first option for me is to expand into Vietnam okay and the second option is to your paper okay a start a tech startup what a tech startup like why is that your second option because I think it's a bigger portion ET and if the area that many clients are for is it's the pain point and nobody have actually like looking into that okay if you start the tech company are you gonna bring in a tech co-founder yes and give them 50% of the business no okay so let me tell you the most fascinating thing when people decide to go from something linear to like a tech company they want to do a tech company and usually they hire somebody to build the tech because they don't want to give up any of the equity this is the number one mistake that entrepreneurs make when they go into tech business they hire a firm because they don't want to give up equity but when you're in the tech business and you better have a real tech partner and unless your tech partner has minimum ly 20% up to 50% they're not gonna care enough and you also have to understand that they have the disproportionate leverage because their tech co-founder in a tech company you mean if I have to give them by half of their chairs to make it work I would tell you that you don't have to but I have seen an unbelievable amount call it now maybe five thousand businesses in the last 10 years that have gone from I do this but now I'm gonna do this tech product cuz I see the pain in my business I'm gonna hire this little firm to build my app or product or I'm gonna have a CTO but I'm gonna pay her or him and I'm not gonna give them equity and what most people don't understand when they go into the tech business and build a tech product they're at the mercy of the tech is great on paper it's a very different business when you're actually in it so I just want to make sure and the reason I'm going down this path is I want to make sure that you realize that if you're going in the tech business you're gonna lose the leverage unless you're a developer does that make sense as a professional service company is there any option to the business yes so I think like if you're gonna build a tech platform that's a great way to scale the business I just want to make sure you're going in eyes wide open that you're going into a totally different business building a tech platform in any professional service is completely different than being in the professional service business right having an agency that builds websites for clients is very different than starting WordPress so I'm cool with it as long as you really know what you're going into and I've just seen too many people lose their first business by trying to build a scalable business when they have no idea what they're actually going into and I'm just trying to make sure you wrap your head around I'm now in the tech business servicing the professional service industry that I know well which means that you do not have the leverage anymore the architect and executors of the tech does because what if they build something for a year or two and then they leave like it's very important you get there or you go into another market right which is more of what you know other than you have to contextualize the market that you're now in both are viable just don't be naive about the first one because most people are something in my for a long time I wanted to do it so many times and actually I went to a Master degree in like big data analytics to learn how to code so that I could help it helps if Ashley gave me a very good connection to the right text I love that I partner with them okay so let's go back to the open now that I have that data you're debating between expansion to a new market or building the product right and which and it seems like if you don't build the product you'll always regret it yes so let me give you a good piece of advice I'd rather you be broke than be regretful I don't want to regret I just want to do it [ __ ] it's like no matter what like I know like my choice already go to die building up text product I already make decision good I just want to hear like what other people would think about because why because it gives a [ __ ] about my opinion you've already made the decision yeah but at least you can give me a good perspective and what I should be I'll give you a good perspective i 100% believe in building the tech product okay you just confirmed my decision thank you so much first thing first thank you very much Gary Vee you really changed my life the first time I actually saw your video was the five minute plea to do yes prior to that I've been giving myself a lot of excuses for failing and for not taking action and for procrastinating but after I saw that video I when hundred percent to hundred percent into just focusing on doing now my question is as a freelance digital marketer I faced this challenge of getting a lot of information and having to keep myself up to date on what's happening on each and every one of the platform in order to deliver a lot of value yes my customers and so on so how do you actually do that how do you stay on top of things and yet deliver value by working a lot so how do you manage that within 24 hours a day how do you split your time do you organize your systemize with Jeffrey not organized um I this is the biggest reason I built my personal brand the number one reason to stay being a practitioner I don't have the luxury of reading a headline about Instagram stories or snapchat filters or Facebook live without using it because I have too much to gain on that side so it's a self-fulfilling prophecy right I build my brand by being a practitioner which makes me a better strategist which makes vaynermedia better and it just keeps feeding each other so a have you started building your own profile are you interested in that or no yes I am that would be my biggest advice every time you see something new make sure you build a profile on everything and then every time you hear a new feature use it immediately which will then systematically make you a very good strategist you know and then the other thing I would tell you is don't beat yourself up you need time for your family you need vacation time you don't have to hustle like Gary Vee don't beat yourself up do the best you can I don't know everything about everything I probably know a lot more about a lot of this stuff than most people but you don't have to be everything to everything you just have to be better than the next girl do you know what I mean but people make a huge mistake about is they create a fake standard in their head the way to win in business is the same way to be in to win in sports you just have to be a little bit faster than the other guy right I don't have to be 100% on everything I just have to be a better alternative for the same money than somebody else so I would tell you to be very and then you got to think about how much deal flow you have how satisfied you are I think the biggest thing is that people beat themselves up they hold themselves to some fake standard just make sure you're being reasonable with yourself alright thank you you're welcome how's this work Gary how's it going super well awesome thanks for being here so a quick question for you with our brand we have we run luxury fitness gyms and beauty clinics and we're fortunate enough to have a pretty big budget like our budget for digital marketing is about a hundred thousand dollars a month so it allows us to test the log right yes my question for you is ultimately like we're trying to drive sales in revenue right how much how many how much of the hundred thousand is being done on bottom of the funnel transactional membership versus brand are you ready yes all of it that's the problem so no I agree with you too that's where I'm going so I figured we have about like a cost to revenue KPI of 10% meaning if we spend 10 grand we make a hundred grand which is reasonably efficient my question is we're in agreement our company that we have to spend more on top of the funnel and we do have a lot of Kol is PR network we have a celebrity ambassadors and stuff like that can I give you the answer to what you're looking for yes make the 80 cents on the dollar work like the last hundred cents of dollars so that you have no risk on the 20 cents on a dollar to do the high-risk high-reward activity that you need to take it to the next level the answer always in this situation is taking a step back and scrutinizing your own ability to go on the real dr focus dollars to cut 20 cents off the top and make the 80 cents work like the prior dollar worked and then you're basically in no risk high reward zone and then you cruise so it's not mindlessly saying okay we're gonna take this brand work it's about becoming way better at the thing that got you here to give you the air cover to take the risks that will get you to the next place so what you're saying is for short-term loss on conversions in revenue for long term brown building a more top of the funnel done you're right no what I'm saying is don't lose any short-term sales conversion just get 20% better at that so that you have the 20% to play with so reallocate the other 20% once we were able to grow for more top of the funnel correct take 20 cents on the dollar and spend 20,000 a month making a video that is your Dollar Shave Club that could then take your CAC on your dr stuff way down because you've built brand but still make your 80 cents on the dollar convert at the 10x now has to be 12x to make what the old numbers work then there's no pressure from your CFO your investors or your CEO because now you've bought yourself the freedom to take risks because you made the 80 cents act like the former dollar cool thank you one more question can I get a selfie with you yep all right here we go whoever you decide to that was very inside baseball hey man hey Gary I'm glad hey glad thanks so much for being in Singapore it's awesome to have you here my question is so you've been spending quite a bit of time in Asia yes the Hong Kong Singapore yes so um in your opinion where does the next wave of media and tech innovation come from does it come from Asia a lot of people say a lot about China this will come from the US still with somewhere else like what do you see the world going in this respect can I ask you a question yeah if whatever the answer is what are you trying to let me go a little bit hot the answer is from everywhere and I you know I don't know like I you know I'm fascinated by the stardom of entrepreneurship and what it means for example I'm fascinated with this dream I keep having that there's some 13-year old girl in India right now that so looks up to Elon Musk that she's gonna do something so crazy and I'm so pumped about that that's so incredible right anyway the answer is everywhere the places that it's conducive to happen is mainly America mainly manly in China a little bit of Europe a little bit of Southeast Asia a tiny bit of South America so it's gonna be kind of a lot of the same players because of the financial impacts the entrepreneurial branding within those ecosystems the macro and micro economic scenarios there's a lot of different things that are happening but I think the more interesting question for me is why are you asking gotcha um so I guess for those of us who built our businesses it's important to know where to focus on like do you focus on the US market they focus on the China market yes so those of us who are employees and have careers yes where do you build your career towards - Oh China so look I think they're two very different if we're talking about the two kind of superpowers they're both very different and both very similar they have a lot of things going for them and they have plenty of shortcomings behind the scenes right and for America now in front of the scenes right so I think the thing that you need to debate is what feels more natural to you as a human what are you more comfortable with an aging superpower Empire that is more purebred capitalist but is that maybe somewhere between the third or fourth quarter of its you know Empire years or are you more interested in China which is in the beginning of its Empire run but has your name's Vlad you know it's very hard for guys named Gennady and Vlad to completely be super comfortable with any level of communism even if it's disguised as capitalism right yeah so you just have to make a decision for yourself as a human my parents I've never been back to the Soviet Union because there's such negative feelings for what went down there for my family that I would never I don't feel even though so I think China runs its country like most successful businesses some mix of capitalism and when needed dictatorship vaynermedia is far more similar to China than it is to the United States as far as the human question you just have to ask yourself where you'd rather live both are gonna be just fine by the time you die Hey how are you thank you I'm Harry we're from Louisa we're actually a static company a static beauty clinic got it we've been running the business for four years okay for the past three years we've been using traditional market and what do you see what do you defer what do you consider traditional marketing Direct Mail like the world mouths brochures agents and this year we're starting to get into digital marketing and what do you call digital social or Google or banner programmatic or what we're actually trying to go into Google YouTube SEO and social media okay at once right now we're actually working on it with where we sell all knowledge about it and I have these questions for you I would like to get us some advice from you on how can we podcasts our I would think podcast like any like advice on the transom podcast and so you want a podcast why like a video like but why do you want to do it well we wanted to like a showcase to our consumer what you're doing yeah what we're doing and to make them understand better than what we've been trying to do back then okay so the first thing is the way you've been doing marketing traditionally is far more sales oriented you've had an agent resale you've done Pro shores you're doing selling yes a podcast is the furthest thing from selling that I know it's over here it's called branding sellers for four years or three years hate branding you know why it costs money up front and nothing good happens for the first year so first and foremost I want to make sure that you know what you're getting yourself into which is if you start a podcast it's going to take up a lot of time it's gonna cost some money and very little is going to happen in the first year so somewhere around nine months after you start your podcast you two are gonna look at each other and say Gary Vee is an [ __ ] as long as you know that then I'm excited for you to do a podcast because then over time branding if you do and execute a good podcast will have very big effects but before you jump into podcasts since you've never even done digital marketing I don't want you to go too far out and just do it because I said audios good I want it I want you to be grounded in what you're doing and how you're such a heavy sales organization that I want to make sure that you know what you're going in to do I think the sales on digital can do better than your brochures 100% do I think the agents are reselling right and referring yes I would triple down on that because that's always a good sales engine right yes they get a piece of the pie but they're basically a work force right yes but I would get really good at Facebook conversion ads and very good at SEO and as a mainly SEM to be honest more than SEO but before you begin to really be committed to podcast now if you've got the money to do all of it and you're okay with wasting money and time and you're one on the podcast to have a little bit more opportunity in year two then that's great but you have to be smart and think about it from a practical standpoint not an idealist ideological standpoint sure well we're trying to have figure out our budget into digital marketing into as much as you can afford as much as we can afford should we span it equally in Google you should spend 50% of it upfront tasting everything and then double down on what's working okay so if you're gonna spend a hundred thousand spend fifty thousand in the first three four months try a lot of different things and become good at understanding what's happened and then double down do you think it's recommended if we use YouTube as a channel to do the conversion rate do you think it's possible using YouTube for convert sure I mean of course but it's difficult now there is a product that you should look at there's a way to target people with a YouTube pre-roll video that is based on what they searched on Google I think it's an incredible product for all of you Google YouTube has a pre-roll video product that you can target against what people are searching for on Google sodas you can imagine if I'm searching on Google how to drink wine or wine things even if I go to youtube and watch Jets football videos it's gonna service me wine ads up front if somebody's on google searching beauty or spas or the words you know your video even if they're watching kitten videos on YouTube being a pre-roll is gonna convert better this is what I mean about being a practitioner versus a headline reader got to know these nuances to be successful can I have a last request we would like to have a wee fee is it possible a what a wee fee oh we feel like we in a selfie yes okay that sounds cool bring the bring the mic up oh you can ask a question then I'm gonna have you bring it up anybody over there walk away okay go ahead hey yeah we could do it now yeah okay so first thing that I want to say is like a big thank you for everything that I've been doing the content that we're putting out so inspirational that the first thing to express on this exchange is gratitude thank you brother what's your name my name is eka I'm from Brazil based here in Singapore I'm listening okay so we start up here in Singapore okay b2b okay focus on the literary market and as you may know like VR so in the early stages and we don't have it even like in the word on us like big so Sasuke's like nerd scale that can make like sales a little bit like challenging if you're doing like we're doing well we just want to see if you have any sorry I do I have some real thoughts on b2b VR okay I'm very much a big fan of you tying your business very close to experiential and event marketing the place where you can find budget is when brands and businesses are activating in real life at big events where VR experiences are the draw for them to get people to come to their booth or their exposition or there it is the only place that I think is really viable in a b2b environment for VR so that's where we're going because like we sound like boats yachts so the big elected point is uh boat shows so there's like a place for us like to so be trying we've been like can you reflect it or to be a little more creative as well just high luxury high affluent areas where you can do activations Art Basel is a place where a brand or company may want to activate a VR yacht experience just because of the rich people that are running around so you should map the hundred biggest rich people events and then reach out to the people that have exhibited there in the past and see if they want a hook to draw people in okay whenever we're talking to the shipbuilders for instance right so one of the challenges lecture to express order VR cases because like for them is like I think like is completely new right yes it's difficult for us like to see to prove like our or pitch right any ideas how can we bring like those guys on board even though we don't have like other cases us or you mean they're looking for case studies of other people that did it yeah I mean this has been my whole career the answer is you don't have them you know same answer I gave that nice uber driver as soon as they say I need a case study to move forward they're not in the VR business got it mixes make a big list when you're selling the future the answer is always make a big list cuz you're gonna get a lot more nose than yeses okay thanks so much just listening you have the Vayner betta yes our program can you share a little bit more about it twenty-five thousand dollars a month for us to do the marketing for small businesses and it's a very watered down version of what vaynermedia does for the biggest brands okay but it finally got to a place where I believed enough in it to actually sell it so I think it's ry+ in a $300,000 macro for small and medium-sized businesses but obviously not that small three hundred thousand dollars for content and distribution in social networks is for a business doing some real revenue can you give me the mic yep Gary yeah I have more minutes oh you have what five more money good this well here give it to me because I want to get it yep nice or if you would like to take it longer it's okay sub-dean very happy speaking of that product there is a lot of for me out on social media there's a lot of sorry I [ __ ] hate public speaking about clear nobody's judging so there's a lot of [ __ ] that I see on social media it just seems like people are just churning and churning content you can see the reason why people are hiring you for that product when would you advise people to kind of step back and hone their skills and shop in the soul this is just like take it and it was a big thing that everyone said today is take action take action but there's obviously your time so yeah let's make it a little bit more selfish for you what do you try to figure out all right so I was I'm transitioning recently from I was in the fitness space I was a fitness influencer I was like one of the in the UK amongst the first kind of young people to get really big yep and that kind of took off on Instagram on Twitter I then got sick of that industry yes and transitioned into the content space so Tom and media awesome previously I just a prerequisite that I created a business like an app for discounts a niche discount app in the UK and it blew up awesome got bored of that so I got bored a fitness got bored of the app transitioning and I kind of I'm at the point where I'm like right now I get a bit like 4 at 4 a. m. every day I'm like study in film I'm sitting in media and everyone around me is just like artist create create but to me I'm like this is a time for me to sharpen my saw and get my content to a level where it can actually gain attention I like it I just want to know when you have done that because you pull back in your content for you for eight years when are you deciding to pull back and learns and then to execute for me based on the content I'm putting out it's when I feel like there's something really meaningful to talk about that I want to get louder right like I talked about earlier for you it sounds like you're doing original creative I'm asking yeah it's more like nonfiction yeah nonfiction to me then it would be when you feel it's ready right I don't think you're now what I will say is don't be scared to put a little bit out there remember how I talked did or I did that in an interview I didn't say it on stage yet nobody remembers your losses George Lucas had movies before Star Wars you know so I wouldn't be super duper scared of putting some stuff out there we're not gonna judge that was crappy now you can't win on the next thing the other thing is you could be very thoughtful and put out little pieces of content that are parts of story Tim Ferriss sold 4-hour workweek because he used Google and tested six different titles or four I don't remember the story but he saw consumers intent around that title and it really worked I see a lot of the same happening and regional content online you can run really smart [ __ ] I would create a fake Facebook page some other brand that's not going to be your coming-out party put some content there run fifty dollars worth of ads against the demo you think you're reaching and look at the qualitative and qualitative feedback it might give you some insight if the sword is sharp enough to take out of the shed see what I mean I think there's a way for you to use it as offence instead of looking at as detrimental because to your point and it's using your own words there's so much being put out now that people are forgetting you know like our attention span is so zero there's very little damage you can do to the IP compared to the way it plays out in your head I always told my friends nobody really gives a [ __ ] you know you do because it's your baby it's why I put out so much content I think it's all good enough and if it's not the greatest thing for the world that's okay I learned from it I'm putting it out there right for me I want to get it out there but you know I think you should use it as an office how are you I'm good thank you Michael from Perth in Australia three of us came out Nowell grew up in the wine business been there plenty of times I know it well this one's a little bit off Tories a little bit over the last year so I've been going down a bit of a philosophical Road thinking about life it could be a midlife thing I don't know and I noticed that you I think you're probably one of the great philosophers of our modern age I think from a way from branding away from marketing and I've loved your content with like Ryan holiday and stuff like that I'm wondering if at some stage you may write a book away from as I said the marketing and social media stuff more about sort of a few life lessons like the famous three words you're gonna die that sort of stuff yeah good I'll buy it I think yes and I think you clearly kind of see what's going on I think I look I'm writing a book called perfectly parented it's a parenting book you're right I am writing that I uh I think I'm doing some pretty hardcore philosophies and then blending it down into a little bit more tactical and subject matter I think I'm gonna evolve right like I think even if you look at early Wine Library TV i I'm starting to throw life lessons into the it's a wine show and I was doing it right now I'm into this marketing thing but my intuition is yes yeah that's correct thing like five hundred years from now whenever I think you'll be remembered as a philosopher more than a marketer I think you know I think my ego is very happy with you right now but I'm ego is the enemy but i but I would tell you that it's how I think of myself much more I think my stuff is very heady philosophical what saved me from being too heady is my love of execution and I think I've forced myself lower down the funnel of my philosophies to make them tangible and useful but yeah I think I have heavy themes in that world which is why it feels native to you and I do think that the people that if you listen carefully to even today people are getting a lot more value out of my structure of thinking then I gave you some tidbit you know I love when people like Gary Vee you suck you know that I love this is my favorite why don't you give us like an actual piece of advice enough of this hustle and go and lalala and I always laugh I'm like dude and I reply cuz I love it I'm like dude google it you can google anything tangible you want to learn how to use hashtags edit YouTube videos you want to learn how to create snapchat filters you don't need a guru to sell you an $80 ebook it's free it's called google. com to me I think the stuff we talk about philosophical is imperative because it becomes your life's strategy which then dictates your activities like him not being impatient and going wide is disproportionately more valuable for his business than me telling him to use you know read in a post on LinkedIn that will convert you know 1% higher that matters to but nowhere close to the stuff we were talking about earlier so I appreciate it you're gonna die it's a very hard one to explain to the kids sometimes that it's powerful right it's I don't know what everybody here is thinking the reason that lovely lady in the back with the tech product right I'd rather her fail on her tech product than regret never doing it because the regret is gonna eat her alive and that's why I think about you're gonna die like I don't know what you guys are thinking but whatever the hell you want to do I highly recommend you do it because if you spend time with old people like I do you will figure out real fast it is your biggest vulnerability it will be the thing that kills you when you can't do anything about it regret is scary it's as scary as it gets it is okay to get a crew kind of selfie with the three of us and yourself sure cool one more we donors hi Gary how are you I'm fine I'm Jack from Texas to Asia so we actually very passionate on education so I would like to get your view how do you see we can evolve the education from now to it's to brief you sure you got it so one more time the education is what one more time how do we evolve the education which education what kind of education higher education yeah so I think higher education is in a very vulnerable place because I think most people in higher education don't understand that the only thing they're trading on is brand and as we start seeing the biggest and best universities in the world start creating these products that are diluting their brand right which we're seeing a lot of now Stanford and Harvard selling courses where people can say I'm LinkedIn they went there even though they took a course I think the way higher education is going to evolve is the professor's themselves are gonna start getting huge leverage to go direct to consumer ok start trading in that way so I think you know if you have passion for the institution okay versus the actual education the money making entity known as a university well then I would change the business model very quickly because it's got a real vulnerability over the next decade because of the decentralization of information right yeah so I guess my question is your passion lie in the university itself being successful or education itself being successful it's actually the hundred years old education system we like want to make a change even we are small yeah for what purpose I just feel that the youth or the Millennial they just somehow need some guidance along the way to actually discover what they desire and you feel that modern universities and its tuitions are good at that no right so do you think it has anything to do with the financial benefits of being a university because that's the question right I think we all agree that this notion that four years at university is becoming this amazing guiding light for Millennials to find what they're passionate about has a hundred years of being proven to not be true yes so my question becomes with higher education is what's the purpose I default into the purpose is to make money which is not in the vested interest of the user okay which is a vulnerable model if your passion is to help young people find their passions yes I have a funny feeling your default wouldn't be into saving the institution's known as universities okay now that's the interesting to be right I feel that unfortunately universities have manifested into incredibly self-serving machines yeah and they're so broken that I've gone so on the other side and I can't speak to other parts of the world but in America they've become the worst thing on earth kids are getting unbelievable amounts of debt that they can't get out of and aren't being put in a position to recoup it within the first 20 years of them being out of it now I know there's other rules and other places so I know a lot of us are from different places but if you're telling me your passion is to help kids find their passions I would use a blank piece of paper and reinvent a new model I have a funny feeling that whatever you come up with is not gonna be something that the traditional universities are gonna like because it's gonna break their financial system yes as equity so now the question is do you want to find a new business model for a traditional institution because that's what you do for a living right now or do you want to go on a quest to Riaan and the opportunity those are two very different things quest to reinvent good so I'm an investor and a startup called mission you okay which is a different business model where they educate right and in for free okay but in return the students give fifteen percent of their salary the first three years of their career okay I think what Adams doing there is trying to rethink the way this is all played out yeah but I still think it's self-serving interest right produce people that you know if you think about that model produce people that will actually make money yeah so that I can get back my 15% you know I questioned the whole thing now because I was a terrible student I was super self-aware of who I was I would tell you if you really want to achieve your goal you need to create a model that gets to six to ten year olds and you start finding a way to teach self-awareness okay if you can figure that out you will achieve your goal okay thank you Gary you're welcome I'll go more okay but you know maybe you know this you stand here until tomorrow and just leave and then you know no all these guys want to have a picture with you yeah but if you're in charge not me I'm okay so do your job so which one do you want me to do okay good hi okay in every businesses there's the supply and the demand side the most interesting thing that I've heard that he's saying a long time because you're a hundred percent right and it blows my mind that almost nobody talks about it okay so here's my issue I don't have any problem with the demand portion okay the minute I go out there I open my mouth I'll get the business you don't know how to fill the pipe yes and I don't know how to duplicate myself because you can't I don't know if you heard yes I know that but I need to I really need to automate by business you have a duplicate myself so that I can go home and have a holiday I understand so what there's only two things holding you back your inability to operate or your ego so we just have to dissect it with a couple questions what do you sell I'm in consulting great why haven't you hired more people to consult I have good but they're just not up to it this is not up to the level and up to whose level yours or the clients the level that I set as a basis to benchmark ask what I got for a spot as my service so you real quick who's hiring these people me okay so let's play this game together all right what's about to happen is you're about to get exposed to yourself and then you'll be able to win you're playing a very fun game of you've got a big [ __ ] ego I mean it you've got to wrap your head around this you're hiring you've created an arbitrary benchmark that nobody's hitting because you have put yourself on a pedestal at the mercy and the detriment of building a bigger business because you want to sell fulfill that you're so much better play with me you can't think about what you stand so don't scale then be a one-woman shop I believe I can do more I believe we should duplicate this I mean I've got the models I've got everything there I'm basically template that everything that I do so all you need to do is take the template follow the SOP and let's go out hit the market how many employees have you had at the height 12 and how many do you have now two and was a customer's firing or that mean you and at one point Yoli this year everyone left and I'm fine with that why because they realize that it was the wrong place for them to be and I realized that I can't that's no point for me to keep anyone when they can't do the job and I'm prepared have more there have you thought about the possibility of you being a great consultant but a terrible boss I'm asking I have that repetition I know okay so thanks for answering look I think you have I'm being serious with you and the reason I went right at it I want you to win it's a game of ego what people don't understand is that is the problem for all the reason I've been able to scale vaynermedia many think that I have an ego I play on confidence which is what allows me to scale because I don't hold everybody to an arbitrary metric that has no reality other than what's playing in my own head to me you've you're if you're the one firing or they're quitting cuz the work environment is exhausting because you keep pounding the drum of some fake Mendoza line of quality needed that you are the judge and jury of and it's some interpretation of how you decide they follow the template you're just scratching your own ego of how great you are at the detriment of your business the reason I have 800 employees and high retention is I don't hold any of them to my standard because they don't need to be me to build an actual business you need to decide if you want to build a one-woman shop or an actual business and can I tell you something there's nothing wrong with the one-woman shop the way you'll scale is you may charge for content you may write a book you may start getting paid more to speak you don't maybe you don't you know what I mean and what even when I say it when I see you react you don't need to build a 40-person consulting shop because maybe you don't like it it's not that you're a bad person it's that you don't want to lower your standards and if you're stuck in that well then monetize a different way by expanding a more around you versus trying to build out an actual business around it do you know what I mean and that's okay doesn't make you a bad person as a matter of fact you'll probably be disproportionately more successful because you're being self-aware and enjoying being the one person band and making your money that way you don't have to build vaynermedia being a McKinsey you and be your best self your way and enjoy it how are you I am doing great my name is racin and I'm actually a psychiatrist in practice and also a founder of this brand called legacy because ragga C means recent legacy so I want to create my own legacy okay so now that now that I'm actually in doing freelance coaching training and speaking motivational speaking I would like to actually ask you if you were me within the next two to three years because I plan to leave nursing because I find that I have a lot of potential and I believe I can do even more not just helping the mentally ill and even my mother who suffers from schizophrenia I want to help people around and impact lives as well inspire them what would you as she suggests or what will you do you are in my position and you want to leave in two or three years yes I would save money save money okay and produce content to create awareness for when you leave and I wouldn't spend money on dumb stuff because when you go make that jump you want to be in the most safe place financially right so I would save money and produce content I have been producing content which is what I call the raggedy show so the record show is actually where I interview entrepreneurs successful entrepreneurs actors even just now I actually interviewed shared as well and I interview a lot of people I already have done only 11 episodes for now but I am doing more because I'm actually using Facebook life to do it because I feel that Facebook life has always been a negative component where people actually use it to see people jumping down or accidents and stuff like that so I want to use it as a value adding content so I use it and then after that I convert it to YouTube and then I will share it on YouTube and let people watch as well okay yeah so this is the thing that I'm doing and one thing is I want to actually scale it up I want to have more people to watch it viewers and there's two things you have to do make more shows okay and be more interesting okay because don't forget you're doing something very interesting to me you said that you have the potential to be very motivational that you want to help people this that the other thing but then your first execution and media is to trade off other people's equity it's an insight there's nothing wrong with it no different than the last conversation we have there's nothing wrong with anything if you have good intent but you have to be thoughtful and ask yourself if you have so much potential to be so motivational and bring value why did you go down the path of having guests which is always the quickest tell to needing something else to drive content versus just being on yourself and up here and it's important for you to be honest with yourself maybe you're trying to get your legs underneath you there's nothing wrong with it but the way you framed it up where you converted your name into legacy and your first move is to interview other people which is the real driver of it you have the first thing I would say is do not jump until you're ready at a place where you can command an audience by yourself without leveraging somebody else the reason I knew that I was gonna win in business content in podcast was 99% of podcasts were people interviewing other people which means the host is the commodity and the guest is the draw there's so many subtleties and everything that we're doing here you got to look for them because they're really interesting tells to what's really going on right like the last wonderful lady next to you that I'm excited to me that's gonna be the thing I think about on the fly no mic I think she's gonna win you have to get to that place when you realize if you're the one making the rules and nobody can hit it that needs to be thought about what does that mean same for you if you're gonna make that jump especially when you have the audacity to convert your name into legacy that you need to be good enough before you jump into not being at the mercy of somebody else sure thank you last one yo-yo I just want to get as close as possible because I still can't believe I'm talking to you thank you okay and this is the last question guys sure I got you here you talk a lot about self we're gonna go for legacy you're gonna have to learn how to take selfies just can't you're looking awesome thank you my friend good luck to you yes sir Gary among all the things that you talked about being branding marketing and all of that the thing which hits me hard the most is self-awareness because we always talk about self-awareness and the reason why that so it's because I've got a brother who is born with cerebral palsy yes he's he was a breech baby and doctors said that he wouldn't be able to live for more than 24 hours yes and but then he's gone on he's achieved some good things he's even written a book that's titled better than normal it's the t-shirt that I'm wearing and he wants to become a speaker yes he wants to be he want to go on and inspire life our mission is to our dream is to inspire 50 million people by 2050 and coming to the question do you think because you are you're super successful entrepreneur everything that you are we all want to be you I do you think you would have been this successful if you were born with some kind of disability or if you were born I know you had some disadvantages in your life but do you think you would have been this successful if you were born with a disability something that you cannot change about yourselves on Hydro physical I don't know I think it would be crazy for me to answer that question here's what I would say I think that disadvantages are the ultimate advantage I think adversity is a humongous advantage in life but when you go into real diseases or things that could create huge insecurities if you're born without an eye as a child like having a glass eye could have created such a complex that maybe the confidence would have never been there so I think it's crazy for me to even take a stab at judging what would have been I think that would be inappropriate and the reason why I say that because although our brand is better than normal if you ask his age he's not here today because he's in India doing his therapy and we are doing a movement in India because the market is bigger but he's got to do therapy every single day six to eight hours of it just to mean just to maintain his state and if you ask his age even though we want to inspire 50 million people by 2050 to become better than normal if you ask him it takes before you die what is the one thing that you want the irony of Edith is that he will tell you that he wants to be normal of course because that's his truth you know instead of some arbitrary number of 50 I mean 50 million people 2050 is an arbitrary thing that you guys stumbled on that has zero anything I think that you know to me I've always thought about it is best way to get to 50 million is to focus at one at a time the second I hear of 20 50 I'm like finished right like so that makes sense and I think you know it's super awesome to see the love you have for your brother I think a couple things you need to do me one favor a have no interest in being me B wrapping yourself up in your brothers story because you're just gonna end up resentful and you need to ironically started with self-awareness you need to go inside yourself and really figure out what you're doing here are you how much are you using this for your own want how much are you doing this for him like you need to get the way you've structured all this could get real bad real fast and so I want you to promise me to just be thoughtful because a lot of times it's the same way I see like I spend a lot of time in this dynamic you need to be careful my main purpose in my life I feel is I want him to be independent physically emotionally mentally that's what I really want regardless of the brand regardless of the very we make any money I want him to be independent if that's your number one yeah that's my number one then that has nothing to do with the way your positioning everything that you're talking about there's nothing you've said that even comes remotely to mapping to that truth I want him to know that I don't think he knows that that's my number one so go tell him I told him that a million time but he see somehow believes that it's not my responsibility for him to be independent that would make sense you need to be thoughtful promise me because this scenario turns out bad a lot you end up with nothing now your brother not the brand just be smart and I know you don't read a lot of books and you probably read only four books in your life but I would just like to give this one to you maybe for your kids maybe some time and you have thank you so much you're welcome thank you very much guys thank you Gary put your hands together for Gary Vaynerchuk ladies and gentlemen thank you oh cool as Marcus cruise astok would say great a great character at vaynermedia anyway nonetheless I hope that went well for you and would you love would love your comment below of your favorite question from the queue not your favorite thing that I said or the thing you learned but your favorite question and why from this keynote see